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First Call Custom Brief

Here are some prompts to help you better understand your customer before jumping on that first call.

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Pain Points & Priorities

Based on your inputs, these are pain points your customer may be experiencing:

  1. Using the correct tools quickly to ensure the team can meet sales targets
  2. Making sure customer data is kept secure and private
  3. Developing processes to ensure accuracy and high-quality in orders
  4. Improving customer service and communication within the organization
  5. Increasing visibility among multiple departments
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Objectives & Key Results

Use these OKRs (objectives and key results) to help your customer find success:

  1. Understand the current process for how Sales/Business Development teams track customer interactions
  2. Identify the main pain points they face
  3. Understand who the key stakeholders are in this process
  4. Identify the tools they are currently using to effectively track customer interactions
  5. Explore how they use the software to measure business success and customer ROI
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Tactical Considerations

Consider these tactics and strategic initiatives your customer may be planning:

  1. Tactical Consideration: Managing and tracking customer inquiries to ensure timely response and effective communication.
  2. Tactical Consideration: Troubleshooting customer queries and inquiries on product feature assessments and specifications.
  3. Tactical Consideration: Creating robust customer onboarding processes to ensure customer success.
  4. Strategic Consideration: Developing market analysis strategies to identify potential areas of growth and revenue.
  5. Strategic Consideration: Analyzing competitor initiatives and pricing in order to inform product positioning and packaging.
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Building Rapport

Suggestions for an effective first call and any future calls:

  1. Research their company, products, and competitors. Review their company website, press releases, product brochures, as well as any customer success stories they might already have.
  2. Listen and allow your customer to explain their unique objectives. Identify and document their goals for success and fully understand how they perceive success.
  3. Establish trust and credibility by providing examples of how you have helped other customers increase their productivity, collaboration, and visibility.

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